TABLE 2

FROM:

An interpretive examination of the development of cultural sensitivity in international business

Jon M Shapiro, Julie L Ozanne and Bige Saatcioglu

Table 2. Stages of cultural sensitivity

	Attitude and cultural depth	Cultural sensitivity (knowledge and skills)	Business relationships and strategies	Forms of trust	Stage reached
Romantic sojourner	Fascination  Shallow, daily contact  Tourist	Etic declarative and procedural  knowledge  Poor scanning  Little emic knowledge	Discrete, profit-based transactions  Opportunistic	Uncalculated risks  Naive trust	All passed through this stage
Foreign worker	Immersion in business culture  More realistic attitude  Ends in disenchantment and culture shock	Begin to develop emic knowledge  Initial emergence of scanning skills and enacted procedural knowledge (i.e., mimicry, control, and roleplaying)	Trial-and-error business practices but developing relationships  Constructed frames of meaning are tactical and borrowed	Competence, integrity, and reliability trust  Trust violations result in relationship dissolution	Deb, Alan, Dan, Sam, Mary
Skilled worker	Deeper cultural contact  Skillful diplomats  Evolution to outsider status	Frustration ends as emic knowledge structures develop  Skillful enacted procedural knowledge and scanning	Nurture a few successful relationships  Business-bounded relationship but expanding into interpersonal  Shared frames of meaning  Greater self-efficacy	Reliability, integrity, and competence trust still important  Emerging benevolence trust	Kirk, Will, Gail
Partner	Very deep immersion within the culture  Balanced and respectful yet re-enchanted	Cultural reflexivity  Situated knowledge of cultural difference  Enacted procedural knowledge is situated	Fosters a few select relationships  Negotiated business culture as a third way of knowing  Deep commitment to partners  Relational, familial  High self-efficacy	Benevolence trust  Relational trust  Other forms of trust (integrity, competence, and reliability) become less important	Leigh, Cal, Red, Jan